Real Results for Producers & Agencies
Risk Management Wins
Client Name: Moxie Pest Service – Dallas, LLC
Revenue: $25,000
How We Won: The Vice President of Operations at Moxie Pest Services handles the insurance purchasing and was alerted by his agent of 150% rate increase on their auto policy four days before the renewal date and that’s when he decided he should look for other options. He was referred to us by our current client, who is also a franchise owner within Moxie.
How we solved their problem: We listened and consulted. Our client expressed his frustration about the lack of assistance his broker gave him to help address or mitigate their auto claims. Josh Leavitt and I went to work on his issue. I found a better fit for his insurance needs and Josh used the Leavitt Risk Management Center to develop tools to assist the insured with a driver safety program, driver qualification program, and incident tracking.
Within 24 hours, we proposed an insurance program that included a 30% premium increase instead of a 150% premium increase and laid out the tools and risk management solutions needed. The combination of these solutions led the insured to feel comfortable and confident in our agency’s ability to provide the best solutions and look out for his company. He genuinely shared his appreciation for the time and attention to detail we gave to solving his problem.
Account: Northwest Traffic Services (NWTS)
Operations: Traffic management services for the public and contractors
Revenue: $14,000
How We Won: Merely the suggestion of the Leavitt Risk Management Center (RMC) and our loss prevention specialist got us in the door. They had been asking their now former broker for loss control and additional resources for some time to no avail. NWTS wanted safety meeting information, tool box talks, OSHA info, help with an employee handbook, and the RMC/SUCCEED provided all of that.
For our first meeting I brought agency owner, Dwayne Speegle, and having him there made a big impact. My selling strategy of responsiveness and resourcefulness is what helped win the account along with the resources our agency has on hand.
ACCOUNT: Salud
HOW WE WON: It started with an introduction to our services, which included the RMC and other services we provide, then we discussed their loss control efforts. We provided access to our ergonomic tool and offered training to select in-house supervisors who would comprise their ergonomic team. This team identifies people who might need some assistance with ergonomics and directs them to our site. Also, after receiving our report, they implemented any necessary modifications and training.
We helped them establish a safety committee, which was something they sorely needed. This is where we funnel ideas and projects. Once this was in place, it was easy to identify the person who would head up the training effort, introduce them and their RMC administrator to the Training Track, and let them run with it. Now, the safety committee is guiding their loss control effort and we act as a technical advisor and consultant (which I believe is where it belongs). I am sure they will migrate to other tracks as they become more comfortable with the system and it becomes part of their own internal best practices.
Client Name: John Madonna Construction
Revenue: $4,597
How We Got in the Door: I cold-called John Madonna Construction first and was able to find a common connection with them through my father, a well-known and respected estimator who’s been in the industry for almost 40 years. I didn’t stop there. I like to say that I “ambushed” them by walking right into their storefront with a box of scones from my friend’s bakery and sat down to chat for just a couple of minutes. That chat led to a meeting with Connie, the company manager. Connie mentioned that all their lines were through Travelers, except for their Workers Compensation, and they weren’t overly impressed with the policy and the service they were getting.
What was the Differentiator: Through this entire process, I kept in touch with the company and made sure to visit them face-to-face as often as I could. Not only that — I also brought along our Travelers underwriter on one of my visits. They knew I was serious about finding them a better workers compensation solution. I also invited Carmen Diaz Morris to give the company a quick, 30-minute demo of the RMC. At this point, John Madonna Construction had been tracking everything on paper for the last 30 years, so the RMC and all its resources was huge for them. It was hard to tell just how huge — they were a stoic group — but we could tell that it had caught their attention.